Fourth Quarter 2017 Earnings Conference Call February 7, 2018
Important Notices Forward-looking Statements: During the presentation, any comments made about future performance, events, prospects or circumstances, including estimated 2018 net sales, gross margins, operating expenses, and earnings per share (including estimated tax rate and share count), future growth or profitability, the creation of shareholder value, future industry or market conditions, future reinvestment or capital deployment, the impact of the OGIO and TravisMathew acquisitions, and the estimated capital expenditures and depreciation and amortization expenses, are forward-looking statements, subject to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are often characterized by the use of words such as estimate, expect, anticipate, project, plan, intend, seek, believe, forecast, foresee, likely, may, should, goal, target, might, will, could, predict, continue and the negative or plural of these words and other comparable terminology. Such statements reflect our best judgment as of the time made based on then current market trends and conditions. Actual results could differ materially from those projected in the forward-looking statements as a result of certain risks and uncertainties applicable to the Company and its business. For details concerning these and other risks and uncertainties, you should consult our earnings release issued on February 7, 2018, as well as Part I, Item 1A of our most recent Form 10- K, together with the Company's other reports subsequently filed with the SEC from time to time. The Company undertakes no obligation to republish revised forward-looking statements to reflect events or circumstances after the date hereof or to reflect the occurrence of unanticipated events. Regulation G. In addition, in order to assist you with period-over-period comparisons on a consistent and comparable basis, today s presentation includes certain non-gaap information. This information, as applicable, excludes the non-recurring OGIO and TravisMathew deal-related expenses, the non-recurring impacts of the recent 2017 Tax Cuts and Jobs Act and other nonrecurring tax adjustments, the second quarter 2016 gain from the sale of a small portion of the Company s Topgolf investment, and the reversal in 2016 of most of the Company s deferred tax valuation allowance. The Company also provides certain information excluding interest, taxes, depreciation and amortization expenses, as well as the Topgolf gain and the acquisition deal-related expenses. For comparative purposes, certain non-gaap earnings information assumes a 38.5% tax rate for certain interim periods. This non-gaap information may include non-gaap financial measures within the meaning of Regulation G. These non-gaap measures should not be considered as a substitute for any measure derived in accordance with GAAP. The Company has provided a reconciliation of such non-gaap financial measures to the most directly comparable financial measures prepared in accordance with GAAP. The reconciliations are included in this presentation or in the schedules to the Company s February 7, 2018 earnings release, which is available on the Investor Relations section of the Company s website located at http://ir.callawaygolf.com/. 2
Company & Strategy Overview Chip Brewer President and CEO
Q4 2017 Key ELY Takeaways Another strong quarter for our company Strength in woods business Continued brand momentum Successful startup of new business ventures: Japan Apparel Joint Venture, OGIO and TravisMathew Revenues up 17% for the quarter and 20% for the year, with particular strength in woods, balls and gear and accessories We believe we are the #1 Driver and #1 Club brand in the U.S., United Kingdom, Europe and Japan Widened our lead as the #1 club brand in the U.S. since 2015, including holding the #1 iron brand position for 35 consecutive months Earned #1 position in 2017 driver dollar share on a global basis driven by Jailbreak technology An EPIC 2017 for Callaway 4
Investing in Core Business and Growth Opportunities Significant investments in the core business over the last two years; excited about results and long-term outlook Capital projects in Chicopee, MA ball plant Additions to Sales, Marketing, Tour and R&D Our strong financial position with an ability and commitment to reinvest will help differentiate us Other companies exiting hard goods space or with limited ability to invest Investments in outside growth are all meeting or beating our expectations and should provide incremental growth and profitability Japan Apparel Joint Venture OGIO TravisMathew Incremental $20mm investment in Topgolf during Q4 Creating Long-term Shareholder Value 5
2017 Full Year Performance Comparison Net Sales (M) Gross Margin Key Points $844 $871 $1,049 42% 44% 46% Income from operations is up 78% year-overyear 2015 FY 2016 FY 2017 FY 2015 FY 2016 FY 2017 FY Income from operations has more than doubled excluding non-recurring deal-related expenses Income from Operations (M) $79 Trailing 12 Months Adjusted EBITDA (M)* $100 Trailing 12 months adjusted EBITDA is up 72% to $100 million $27 $44 $46 $58 2015 FY 2016 FY 2017 FY 2015 FY 2016 FY 2017 FY Continuing Strong Multi-Year Performance Trends * Adjusted EBITDA excludes non-recurring OGIO and TravisMathew expenses in 2017 and the Topgolf gain in 2016. Refer to the appendix for a reconciliation of this non-gaap measure to its most directly comparable GAAP measure. 6
Key Industry Trends Improving industry fundamentals is the overarching theme European market has had a strong year U.S. and Japan markets up in the second half of 2017 Fewer OEMs Reduction in field inventory Healthier retail channel is exemplified in a number of positive trends Average selling prices have been increasing Product life cycles have lengthened Less overall unplanned promotional activity Benefit to industry in the long-run despite, and in some cases due to, market corrections Cautious Optimism Characterizes Recent Industry Trends 7
U.S. Q4 & FY 2017 Financial Highlights Net Sales Net sales up 40% in Q4 and up 27% FY, with the core business generating more than half of the growth for the FY Market Share (Full Year 2017) #1 dollar market share in Total Clubs, Driver, Fairway Woods, Hybrids and Irons and #1 in unit share for Putters Hard goods: 25.1%, up 250 bps year-over-year Golf ball: 14.3%, up 50 bps year-over-year Outlook Improved market conditions ELY Outperformed U.S. Market in 2017 Market Share Source: Golf Datatech 8
Asia Q4 & FY 2017 Financial Highlights Net Sales Strong year led by Japan with net sales up 5% in Q4 and 17% FY Increases driven by Japan Apparel Joint Venture and strong market share performance in the core business Japan Market Share (Full Year 2017) #1 in Clubs, Drivers and Putters Hard goods: 19.7%, up 400 bps year-over-year Asia Region Continues to Perform Market Share Source: GfK 9
Europe Q4 & FY 2017 Financial Highlights Net Sales Net sales down 3% in Q4 (Launch timing), but up 14% Full Year (+17% Full Year FX Neutral) Driven by favorable market conditions and strong market share growth and only partially offset by currency Market Share (Full Year 2017) Hard goods: 24.3%, up 200 bps year-over-year #1 in Total Hard Goods, Drivers, Fairway Woods, and Putters as well as the #2 ball brand with continued growth in our golf ball share Europe Continues Significant Momentum and Market Shares Gains Market Share Source: Golf Datatech 10
2018 Product Update Rogue Woods and Irons should be hero of 2018 Club Business Woods built on Jailbreak technology, extended into fairway woods and hybrids, and improved to add more forgiveness Rogue irons come in three versions (Pro, Standard and X), which feature the latest in cup face design, internal tungsten weighting and a new technology called Urethane Microspheres for the ultimate in sound and feel New line of Chrome Soft Golf Balls Featuring a new and larger Graphene infused core Graphene is a nobel prize winning material which in our application allows us to make faster than ever while maintaining it s soft feel Exciting feedback from the Tour and early consumers Technology and performance benefits enabled by 2017 investment in Chicopee Ball Plant New introductions across all our Categories Wedges, Putters, Callaway Soft Goods Exciting new product from OGIO and TravisMathews Callaway launching new product across all categories 11
2018 Summary and Outlook Guidance for 2018 up versus 2017 based on continued core performance and brand momentum YTD as well as the addition of the TravisMathews brand Expect market conditions to show improvement Excited about breadth of core product launches this year Full year of TravisMathew brand as well as continued double-digit growth Confident in our strategy based on our operating performance and early results from the investments we made over last few years Creating long-term shareholder value 2018 is Shaping up to be a Good Year for ELY 12
4Q & FY 2017 Financial Results Brian Lynch SVP, CFO and General Counsel
CFO Summary Pleased with our performance this year and the trends in the business EPIC line of products exceeded our expectations Strong Q4 and FY 2017 results Excited about TravisMathew and OGIO opportunities moving forward Non-recurring expenses for OGIO, TravisMathew and tax charges related expense related to the 2017 Tax Cuts and Jobs Act plus other non-recurring tax adjustments are excluded in the non-gaap results Reminder: Now three operating segments, up from two in 2016; reclassifications are included in the tables to the earnings press release An EPIC 2017 for Callaway 14
FY 2017 Financial Performance Source: Tables to the February 7, 2018 Earnings Press Release Strong Full Year, Including 20% Sales Growth 15
4Q 2017 Financial Performance Source: Tables to the February 7, 2018 Earnings Press Release Strong Fourth Quarter, Including 17% Sales Growth 16
Balance Sheet and Cash Flow (in millions, except percentages) As of Dec 31, 2017 As of Dec 31, 2016 Percentage Change Cash & Equivalents $86 $126-32% Asset-based Loans $88 $12 +633% Available Liquidity $239 $225 +6% Net Accounts Receivable $95 $128-26% Inventory $262 $189 +39% Cap Ex $26 $16 D&A $18 $17 Share Repurchase $17 $5 Continuing to Build Liquidity and Redeploy Capital to Drive Shareholder Value 1) Available liquidity includes cash on hand, total capacity less outstanding balances under the ABL facilities and letters of credit. 17
2018 Full Year & Q1 Guidance (As of February 7, 2018) (in millions, except Gross Margin and EPS) 2018 Updated FY GAAP 2017 GAAP Estimates Updated 2017 Pro 2017 Pro Forma Forma FY Estimates Results (1,3) (1) Previous 2017 2018 Q1 GAAP Pro Forma Estimates Estimates (2) 2017 Pro Forma Q1 Results (2,3) Net Sales $1,115- $1,135 $1,049 $365-$375 $309 Gross Margin 46.5% 46.0% Operating Expenses $426 $393 EPS $0.64-$0.70 $0.53 $0.48-$.052 $0.30 Shares O/S 97.0 96.6 97.0 95.9 FY 6-8% Net Sales growth, significant Net Sales growth in Q1 driven by launch timing 1) Excludes non-recurring deal-related expenses for the OGIO and TravisMathew acquisitions ($11 million) and the non-recurring impacts of the 2017 Tax Cuts and Jobs Act as well as other non-recurring tax adjustments ($3 million) for the full year 2017. 2) Excludes non-recurring deal-related expenses for the OGIO acquisition ($4 million). 3) Refer to the appendix for a reconciliation of these non-gaap measures to their most directly comparable GAAP measures. 18
Questions Thank You Time for Q&A 19
Appendix 20
Adjusted EBITDA Reconciliations Source: Tables to the February 7, 2018 Earnings Press Release and the February 2, 2017 Earnings Press Release 21
2017 Full Year P&L Reconciliations Source: Tables to the February 7, 2018 Earnings Press Release 22
2017 Q1 P&L Reconciliations Source: Tables to the May 4, 2017 Earnings Press Release 23